“Insurance Is Sold, Not Bought.”
In an influential 1979 behavioral economics paper, Daniel Kahneman and his colleague Amos Tversky developed “Prospect Theory” as a way to make sense of decision-making. The summary of the paper was, if I may, that humans do not make optimal decisions, which normative (”should”) frameworks suggest, but instead have irrational aversion to certain losses, and minimize the probability of other losses. Here’s an example: Here, Kahneman (via Thinking, Fast and Slow) outlines the cases where a […]